Member of GTM Staff, Strategic Account Executive

Pace; New York (NY); On-site; USD 250,000 - 400,000; Full time

Benefits offered by this job

Competitive base salary

Equity

Full medical, dental, and vision

Unlimited PTO

Job summary

Pace is an AI-native business process outsourcer for insurers. We’re seeking a Strategic Account Executive to own our largest and most complex insurance accounts end to end, reporting to the Director, Strategic Sales.

This senior individual contributor role on the enterprise team involves 6–18 month cycles, a dozen stakeholders, and an incumbent BPO contract displacement. You’ll lead with Pace’s executive team and partner with Applied AI to drive long-term contracts.

Qualifications

• 10+ years selling enterprise software or services, consistently above quota on a named account portfolio.
• Trained in MEDDPICC or a comparable value-selling framework and you actually run it.

Responsibilities

• Own the full cycle on a named portfolio of strategic accounts, including prospecting, qualification, POV, close, and multi-year renewal.
• Build and maintain an account plan per logo: org map, budget owners, incumbent contracts and their renewal dates, and the sequence of workflows.
• Hold relationships at COO, Chief Claims Officer, Chief Underwriting Officer and CIO level, and pull in Pace’s executive team deliberately rather than as a rescue.
• Partner with the Applied AI team on demos, POVs, and the transition from pilot to long‑term contract.
• Displace incumbent BPO and offshore spend: find the contract, build the business case, and time the approach to the renewal.
• Expand from one workflow to the next and turn a department budget into a platform budget.
• Unblock procurement, security review and legal so deals close on time.
• Turn what wins in these accounts into reusable assets for the team: business cases, POV structure, competitive positioning against BPOs and legacy insuretech

Skills

MEDDPICC

Enterprise software sales

Job description

Pace is an AI-native business process outsourcer for insurers. We combine the speed of AI agents with expert review by our insurance operations team to automate insurance tasks. Almost $400bn per year is spent on outsourcing in financial services every year. We’re here to change that working side-by-side with some of the largest companies in the world.

Role

We’re looking for a Strategic Account Executive to own our largest and most complex insurance accounts end to end. You’ll report to the Director, Strategic Sales and carry an individual number against a named set of top carriers, brokers and MGAs.

This is the senior individual contributor seat on the enterprise team. Fewer accounts, bigger ones, longer cycles: expect 6-18 months, a dozen stakeholders, and an incumbent BPO contract to displace. You’ll go as senior as the account requires and stay in it long after the first workflow is live.

Responsibilities

In this role, the core responsibilities will include:

• Own the full cycle on a named portfolio of strategic accounts, including prospecting, qualification, POV, close, and multi-year renewal

• Build and maintain an account plan per logo: org map, budget owners, incumbent contracts and their renewal dates, and the sequence of workflows we take

• Hold relationships at COO, Chief Claims Officer, Chief Underwriting Officer and CIO level, and pull in Pace’s executive team deliberately rather than as a rescue

• Partner with the Applied AI team on demos, POVs, and the transition from pilot to long‑term contract

• Displace incumbent BPO and offshore spend: find the contract, build the business case, and time the approach to the renewal

• Expand from one workflow to the next and turn a department budget into a platform budget

• Unblock procurement, security review and legal so deals close on time

• Turn what wins in these accounts into reusable assets for the team: business cases, POV structure, competitive positioning against BPOs and legacy insuretech

What we’re looking for

• 10+ years selling enterprise software or services, consistently above quota on a named account portfolio

• You have personally closed seven and eight‑figure multi‑year deals through long, multi‑stakeholder procurement

• Evidence of expansion, not just acquisition: show us an account you took from a first project to a material multi‑year relationship

• Trained in MEDDPICC or a comparable value‑selling framework, and you actually run it

• Comfortable in a technical sale - you can hold your own on how the product works and what it will and won’t do

• Credible with C‑level operators: you can sit with a Chief Claims Officer and talk about their cost per claim, not our feature set

• Early‑stage experience where you built the account strategy rather than inherited it

• Willing to be measured on a small number of outcomes over a long horizon, with no volume to hide behind

Nice to have:

• Insurance experience: P&C, specialty, life, MGAs, or brokers

• Existing relationships at top 20 US or London market carriers

• Experience displacing incumbent BPO or offshore services spend

• Sold AI or automation products where the buyer is an operations leader, not IT

Trajectory

Equally important is that we want to invest in you for the long‑term. You’ll be leading the company across many potential paths:

• Sales Leadership

• GM of a business line

Team characteristics

Integrity: The most important thing is working with good people who want to have a massive impact on the world. Our team genuinely wants to do the best work of their careers and know it’ll take 5-10 years of focus to deliver.

Ambition: The ambition for this company is not just a good vertical AI business but a $100bn+ outcome across vertical services. We’re looking for people that rise to that level of ambition. Oftentimes this means they want to be the best at what they do, become leaders at scale, or one day start their own company. Pace will be the best place to learn, deliver impact, and advance your path to do something great.

Compensation & benefits

• Competitive base salary + variable, with meaningful early‑stage equity

• Full medical, dental, and vision coverage

• Unlimited PTO

We’re a <40 person team based in‑person across New York and London and are lucky to be perfectly positioned with leading customers and top investors to make a real impact on one of the largest industries in the world.

Pace is an equal opportunity employer. We’re building a team that reflects the breadth of the world we’re working in, and we welcome applicants from all backgrounds and experiences.